ABA Certified Aircraft Broker Course – Aircraft Brokers Association

About Course

We don’t just certify brokers—we cleanse the industry.

The Aircraft Brokers Association (ABA) exists to flip the aircraft brokerage world on its head—by setting a new standard of integrity, transparency, and professionalism in an industry drowning in self-declared “mandates,” phantom listings, and broker chains 10 layers deep.

Our mission isn’t to sell courses. It’s to raise killers, not clowns. To teach brokers how to close clean, direct, ethical deals—and spot garbage from a mile
away.

We believe in:

Certification through credibility, not charisma.
KYB (Know Your Broker) as essential as KYC.
Deals rooted in due diligence, not digital hearsay.

We’re here to train brokers who protect listings like currency, respect ownership, and never, ever throw deals at the wall just to see what sticks. ABA exists for those who take this business seriously—those who want to earn respect in a global industry by learning how it really works. Not from influencers. Not from cloutchasers. But from professionals who’ve been through the wringer and lived to tell the tale.

This is not a course for everyone.
This is a mission for the few ready to do it right.

We're here to train brokers who protect listings like currency, respect ownership, and never, ever throw deals at the wall just to see what sticks.
ABA exists for those who take this business seriously—those who want to earn respect in a global industry by learning how it really works. Not from influencers. Not from cloutchasers. But from professionals who’ve been through the wringer and lived to tell the tale.
This is not a course for everyone.
This is a mission for the few ready to do it right.

Course Content

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #1)
Understand the true role and daily realities of an aircraft broker and recognize how aircraft brokerage differs from real estate or auto sales

LESSON 1: What is Aircraft Brokerage? (And Why This Industry Needs a Revolution)
LESSON 1.1: Introduction – Why We’re Here
LESSON 1.2: What Is Aircraft Brokerage?
LESSON 1.3: What Is Aircraft Brokerage?
LESSON 1.4: The Ugly Truth About This Industry
LESSON 1.5: Why the Aircraft Brokerage Industry Needs a Revolution
LESSON 1.6: Enter ABA’s KYB: Know Your Broker
LESSON 1.7: The Real Hurdles You’ll Face
LESSON 1.8: ABA’s Core Beliefs (And Why We’re Not Like The Others)
LESSON 1 Review: Final Thoughts for Lesson One
Quiz Lesson #1

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #2)
Understand the true role and daily realities of an aircraft broker and recognize how aircraft brokerage differs from real estate or auto sales

LESSON 2: Anatomy of a Deal (Who’s Involved and Who Pays Who)
LESSON 2.1: Study Scenario #1: Dry Lease – Cessna Caravan 208B
LESSON 2.2: Study Scenario #2: “The WhatsApp Broker & The Jet Engine Core”
LESSON 2.3: Study Scenario #2: What You Do – Risk Mitigation Strategy
LESSON 2.4: Educational Diagram – Flow of Communication & Transaction
LESSON 2.5: Red Flags Checklist (Specific to The Scenario #2 Deal):
Quiz (for scenario #2):
LESSON 2.6: Key Takeaways
LESSON 2.7: Professional Conduct Checklist
LESSON 2.8: Red Flags to Watch For
LESSON 2.9: Exercise Prompts For You to Think About
LESSON 2.10: ABA Takeaway
LESSON 2.12: Study Scenario #3: King Air B100 Purchase Deal (Bahamas Buyer / Puerto Rico Broker)
Quiz Question For Scenario #3
Quiz Lesson #2

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #3: Aircraft Broker Types: Buyer Rep, Seller Rep, Consultant & Hybrid)
Aircraft Broker Types: Buyer Rep, Seller Rep, Consultant & Hybrid Lesson Summary This lesson breaks down the main types of aircraft brokers, what they do, who they work for, and how they get paid. We’ll also dig into where the industry is heading—because how these roles look today isn’t necessarily how they’ll look tomorrow.

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #4)

LESSON 4: Ethics, Reputation, and Why Trust is Everything
LESSON 4.1: Ethics: Your Real Resume
LESSON 4.2: Reputation: The New Regulation
LESSON 4.3: Trust
LESSON 4.4: How Trust is Built (and How It’s Broken)
LESSON 4.5: The Gray Zone: Where Ethics Are Really Tested
LESSON 4.6: What ABA Expects from Certified Brokers
Glossary
Quiz Lesson #4

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #5)

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #6)

LESSON 6: Business Setup: Corporation, Bank Account, and the Non-Negotiables of Professional Presence
LESSON 6.1: Choosing the Right Business Structure
LESSON 6.2: Business Banking & Financial Structure
LESSON 6.3: Professional Branding & Communication
LESSON 6.4: Industry Perception & Credibility
LESSON 6.5: Action Steps Before Contacting Your First Client
LESSON 6.6: Takeaway
Question Bank (LESSON #6)
Lesson Six Checklist
Quiz Lesson #6

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #7)

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #8)

LESSON 8: The Power of NDA, KYC, KYB, LOI, Independent Contractor & Commission Agreements
LESSON 8.1: NDA – Non-Disclosure Agreement
LESSON 8.2: KYC – Know Your Customer
LESSON 8.3: KYB – Know Your Broker
LESSON 8.4: LOI – Letter of Intent
LESSON 8.5: Independent Contractor Agreement
LESSON 8.6: Commission Agreement
The Backbone of Your Business & Best Practices
Lesson Wrap-Up
Glossary
Quiz Lesson #8

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #9)

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #10)

LESSON 10: Getting Paid – Commissions & Payment Traps
LESSON 10.1: Commission Basics
LESSON 10.1: The Golden Rule
LESSON 10.3: The Multi-Broker Trap
LESSON 10.4: Scenarios to Learn From
LESSON 10.5: Payment Protection Strategies
LESSON 10.6: Red Flags You’re About to Work for Free
Lesson Wrap-Up
Quiz Lesson #10

WEEK 3: Finding Inventory – Aircraft Owners, Operators, Off-Market Deals (LESSON #11)

LESSON 11: Where to find aircraft for sale or lease (online, operators, reps, etc.)
LESSON 11.1: Public marketplaces (your wide-net)
LESSON 11.2: Helicopter-specific channels
LESSON 11.3: OEM pre-owned (factory-backed)
LESSON 11.4: Brokerage inventory (bizav heavyweights)
LESSON 11.5: Commercial/regional aircraft & lessors (sale/lease)
LESSON 11.6: Operator & broker directories (go straight to the source)
LESSON 11.7: Government, auction & salvage (the weird but wonderful aisle)
LESSON 11.8: Registry & flight-tracking (off-market signals)
LESSON 11.9: Market intelligence & values (be the adult in the room)
LESSON 11.10: Sourcing playbooks (do these on repeat)
LESSON 11.11: Scripts you can steal
LESSON 11.12: Red flags (skip the pain)
LESSON 11.13: Assignments
LESSON 11.14: What “good” looks like (KPIs)
LESSON 11.15: Quick takeaways (pin these)
Quiz Lesson #11

WEEK 3: Finding Inventory – Aircraft Owners, Operators, Off-Market Deals (LESSON #12)

LESSON 12: Understanding Aircraft Specs — What Buyers Actually Care About
LESSON 12.1: Buyer Personas & Their Priorities (read this before any spec sheet)
LESSON 12.2: The Spec Sheet, Decoded (what to read, what to question)
LESSON 12.3: How to Read Between the Lines (a few hard truths)
LESSON 12.4: Worked Examples (what a broker should say out loud)
LESSON 12.5: Modeling Impact on Price (simple but brutal)
LESSON 12.6: Data Room / Document Request (copy-paste this)
LESSON 12.7: Delivery Conditions You Should Fight For
LESSON 12.8: Quick Buyer-Side Cheat Sheet
LESSON 12.9: What to Say When a Client Asks “Is it Good?”
Glossary (short list that actually helps)
Your 10-Minute Exercise (do this now)
Final Word
Quiz Lesson #12

WEEK 3: Finding Inventory – Aircraft Owners, Operators, Off-Market Deals (LESSON #13)

LESSON 13: Maintenance Records, Airworthiness, and Logbooks — How You Prove a Machine Can Actually Fly
LESSON 13.1: Buyer Personas & What They Scrutinize in Records
LESSON 13.2: What “Airworthiness” Actually Means in Practice
LESSON 13.3: Record Types You Must Master (and what to look for)
LESSON 13.4: FAA vs EASA (and everyone else) — what changes for you
LESSON 13.5: Digital Records Done Right (or you’ll hate your life later)
LESSON 13.6: The “Continuity” Test (how auditors think)
LESSON 13.7: Red Flags (deal-killers and price nukes)
LESSON 13.8: Delivery Records Pack — what you demand in writing
LESSON 13.9: Bridging & Conformity — stop guessing, price it
LESSON 13.10: How to Run a Records Audit (field-proven flow)
LESSON 13.11: Model Clauses You Push for in Deliveries
LESSON 13.12: Worked Micro-Scenarios (so you feel the edges)
LESSON 13.13: Quick Buyer-Side Script (say this with a straight face)
Glossary (the ones that actually matter)
Your 10-Minute Exercise (do it before you touch a price)
Final Word
Maintenance Records, Airworthiness, and Logbooks: Question Bank + Answer Key
Quiz Lesson #13

WEEK 3: Finding Inventory – Aircraft Owners, Operators, Off-Market Deals (LESSON #14)

LESSON 14: Dealing with Off-Market Inventory & “The Broker Jungle”
LESSON 14.1: What “Off-Market” Really Means (and the traps)
LESSON 14.2: The Broker Jungle: species, behaviors, and tells
LESSON 14.3: Your Off-Market Operating Sequence (do not skip steps)
LESSON 14.4: Chain Compression: how to tame multi-broker messes
LESSON 14.5: Controlling Information (without killing momentum)
LESSON 14.6: Due Diligence you can do fast (and quietly)
LESSON 14.7: Red Flags that end calls (don’t negotiate with physics)
LESSON 14.8: Buyer & Seller Protection Toolkit (copy/paste and tweak)
LESSON 14.9: Clause Pack (short, sharp, and court-friendly)
LESSON 14.10: Field Scripts (because wording wins)
LESSON 14.11: Off-Market Email Template (first outreach to a rumored seller)
LESSON 14.12: Pricing & Negotiation in the Jungle (how not to get played)
LESSON 14.13: Ethics (and why they’re a profit center)
LESSON 14.14: Worked Micro-Scenarios
LESSON 14.15: Deliverable Checklists
Your 10-Minute Exercise (do this now)
Glossary (Jungle Edition)
Final Word
Quiz Lesson #14

WEEK 3: Finding Inventory – Aircraft Owners, Operators, Off-Market Deals (LESSON #15)

LESSON 15: Red Flags & Scams in the Inventory Game
LESSON 15.1: The modern scam catalog (what it looks like in the wild)
LESSON 15.2: Recent, concrete case you can cite (and learn from)
LESSON 15.3: The anti-scam operating system (use this, every time)
LESSON 15.4: Fast red-flag checklist (kill the deal or lock it down)
LESSON 15.5: Scripts you can fire off (steal these)
LESSON 15.6: Micro-scenarios (how this plays for real)
LESSON 15.7: What “good” looks like (your deliverable baseline)
LESSON 15.8: Case study summary you can cite in class
10-minute drill (assign this)
Sources & further reading
Quiz Lesson #15

WEEK 4: Aircraft Valuation & Market Pricing (LESSON #16)

LESSON 16: Appraising Aircraft — Science, Art, and Market Feel
LESSON 16.1: The Appraisal Stack (from 30,000 ft to the rivets)
LESSON 16.2: Data you must collect (or you’re just storytelling)
LESSON 16.3: Valuation methods (use more than one)
LESSON 16.4: Maintenance math (half-life adjustments, the adult way)
LESSON 16.5: Engines: where most of the money lives
LESSON 16.6: Market signals you can’t ignore
LESSON 16.7: Worked examples (thumbnail math you can reuse)
LESSON 16.8: Lease rate logic (quick but defendable)
LESSON 16.9: Part-out sanity (don’t over-romance the teardown)
LESSON 16.10: Presentation that survives credit committee
LESSON 16.11: Red flags (walk or re-price)
LESSON 16.12: Your 10-minute triage (before you quote a number)
Templates & quick formulas
Glossary (short & sharp)
Final word
Quiz Lesson #16

WEEK 4: Aircraft Valuation & Market Pricing (LESSON #17)

LESSON 17: Where to Get Valuation Data (JETNET, AMSTAT, Controller, etc.)
LESSON 17.1: How to turn all that into a number you can defend
LESSON 17.2: Source-by-source: what it’s good for (and what to watch)
LESSON 17.3: Practical playbook (copy/paste this into your SOP)
LESSON 17.4: Red flags that contaminate your data (and how to clean it)
LESSON 17.5: Case snippets (how pros use sources together)
LESSON 17.6: Quick FAQs you’ll get in the real world
LESSON 17.7: Your one-page worksheet (do this every appraisal)
Bottom line
Quiz Lesson #17

WEEK 4: Aircraft Valuation & Market Pricing (LESSON #18)

LESSON 18: Price Positioning & Negotiation Strategy
LESSON 18.1: Positioning before you negotiate (do not skip)
LESSON 18.2: The four-piston price engine (how pros set a number)
LESSON 18.3: Anchoring that actually works
LESSON 18.4: Framing tactics (price is the headline; terms are the plot)
LESSON 18.5: Concession architecture (don’t bleed out by inches)
LESSON 18.6: Delivery conditions vs. price reductions (your default ladder)
LESSON 18.7: Tactics that win in aviation (because our costs are lumpy)
LESSON 18.8: Objections you’ll hear—and the adult answers
LESSON 18.9: LOI architecture that protects your price
LESSON 18.10: Multi-party messes (lessor + operator + remarketing agent + brokers)
LESSON 18.11: Currency, location, and logistics (the sneaky levers)
LESSON 18.12: Dirty tricks & counters (because they will show up)
LESSON 18.13: Worked micro-scenarios
LESSON 18.14: Scripts (copy/paste; tweak names)
LESSON 18.15: Your 10-minute pre-negotiation checklist
Final word
Quiz Lesson #18

WEEK 4: Aircraft Valuation & Market Pricing (LESSON #19)

LESSON 19: How to Pitch Pricing to Owners (When They Want Too Much)
LESSON 19.1: Owner psychology (and how to work with it)
LESSON 19.2: Your Evidence Dossier (arrive with this or don’t go)
LESSON 19.3: Build the pricing story (use ranges + toggles)
LESSON 19.4: The cost-of-wait math (show them the money, not your feelings)
LESSON 19.5: Presenting the number (deck outline you can steal)
LESSON 19.6: Anchors, frames, and sentences that actually land
LESSON 19.7: Offer architecture you’ll propose (MESO)
LESSON 19.8: Common owner objections (and professional counters)
LESSON 19.9: Mandate mechanics that protect your price
LESSON 19.10: Dangerous requests from owners (and how to say “no” nicely)
LESSON 19.11: Math quickies you’ll use in the room
LESSON 19.12: Micro-scenarios (what to do, exactly)
LESSON 19.13: Scripts & emails you can copy
LESSON 19.14: One-pager leave-behind (what the owner keeps)
LESSON 19.15: 10-minute rehearsal checklist (before every pricing pitch)
Final word
Quiz Lesson #19

WEEK 4: Aircraft Valuation & Market Pricing (LESSON #20)

LESSON 20: Comparing Comps — Real Listings vs Inflated “Window Dressing”
LESSON 20.1: “Real Comp” vs “Window Dressing” — the definitions
LESSON 20.2: The Comp Triage Workflow (run this every time)
LESSON 20.3: Spotting “window dressing” in the wild (tells you can’t ignore)
LESSON 20.4: The math you need (without drowning in spreadsheets)
LESSON 20.5: Building the Comp Log (your audit trail)
LESSON 20.6: How to use asking prices without getting played
LESSON 20.7: Scripts that save hours (steal these)
LESSON 20.8: Worked micro-scenarios
LESSON 20.9: Red flags = automatic “drop from comps”
LESSON 20.10: How to present comps so a board actually nods
LESSON 20.11: “Ask vs Sold” sanity checklist (print this)
Final word
Quiz Lesson #20

WEEK 5: Finding Buyers & Building Your Network (LESSON #21)

LESSON 21: Lead Generation — Outreach, Referrals, Social Presence (and WhatsApp Aviation Chatgroups done right)
LESSON 21.1: Targets first: who buys and who refers
LESSON 21.2: Build a list you can actually work
LESSON 21.3: Outreach OS (multi-channel, respectful, relentless)
LESSON 21.4: WhatsApp aviation chatgroups: power, without the spam
LESSON 21.5: Be the signal: micro-assets that earn replies
LESSON 21.6: Referral engine (designed, not begged)
LESSON 21.7: Social presence that compounds (LinkedIn + WhatsApp)
LESSON 21.8: Events without the hangover
LESSON 21.9: Tech stack (lean, legal)
LESSON 21.10: Pipeline math (so you stop guessing)
LESSON 21.11: KPIs that predict revenue
LESSON 21.12: Compliance & etiquette (don’t get weird)
LESSON 21.13: What not to do (ever)
LESSON 21.14: 90-day plan (run once, then tune)
LESSON 21.15: Daily drill (non-negotiable; 30–40 minutes)
Final word
Quiz Lesson #21

WEEK 5: Finding Buyers & Building Your Network (LESSON #22)

LESSON 22: First Contact — How to Sound Credible (Even If You’re New)
LESSON 22.1: The 90-Second Credibility Arc (how your intro should flow)
LESSON 22.2: Borrowed Authority (ethical ways to “be new” without sounding green)
LESSON 22.3: Voice, Tone, and Language (what to sound like)
LESSON 22.4: Scripts & Templates (steal these and tweak)
LESSON 22.5: First-Contact Toolkit (bring these to the first interaction)
LESSON 22.6: The “New but Serious” Answer (when they ask about your tenure)
LESSON 22.7: Evidence You Can Use Tomorrow (micro-proofs that travel)
LESSON 22.8: Social Footprint: The 2-Hour Fix (before your first outreach)
LESSON 22.9: First-Contact Do/Don’t (brutally practical)
LESSON 22.10: Objection Handling (clean, adult answers)
LESSON 22.11: The First-Contact Checklist (run this before every outreach)
LESSON 22.12: Micro-Practice (30 minutes to level up)
Final word
Quiz Lesson #22

WEEK 5: Finding Buyers & Building Your Network (LESSON #23)

LESSON 23: CRM Basics — Managing Prospects & Follow-Ups
LESSON 23.1: CRM architecture (what to track and how it relates)
LESSON 23.2: Pipeline stages with hard exit criteria
LESSON 23.3: Follow-up engine (cadences, SLAs, and templates)
LESSON 23.4: Data hygiene (the boring thing that wins deals)
LESSON 23.5: Formulas you should implement (yes, actual math)
LESSON 23.6: Lead scoring & routing (prioritize like an adult)
LESSON 23.7: Dashboards that actually predict revenue
LESSON 23.8: Playbooks (copy/paste SOPs)
LESSON 23.9: WhatsApp + CRM (tight loop, not chaos)
LESSON 23.9: Compliance & etiquette summary
LESSON 23.10: 30-60-90 rollout (realistic and finite)
LESSON 23.11: Capacity math (so your follow-ups don’t drown you)
LESSON 23.12: Common failure modes (and how to avoid them)
LESSON 23.13: Example: what a good Opportunity record looks like (sell-side)
LESSON 23.14: Your weekly ritual (non-negotiable)
Final word
Quiz Lesson #23

WEEK 5: Finding Buyers & Building Your Network (LESSON #24)

LESSON 24: Building Your Broker Network (and Vetting Other Brokers)
LESSON 24.1: The broker universe (who does what, really)
LESSON 24.2: Your Broker OS (the system you’ll run)
LESSON 24.3: The 3-Gate Vetting Framework
LESSON 24.4: The Broker Reliability Rubric (0–100)
LESSON 24.5: Information control: your layers
LESSON 24.6: Collapsing the Chain (before anyone talks price)
LESSON 24.7: Co-broker agreement essentials (short, sharp, enforceable)
LESSON 24.8: WhatsApp/Telegram reality (how to use without drowning)
LESSON 24.9: Red flags (and clean counters)
LESSON 24.10: What “good” looks like (signals you can trust)
LESSON 24.11: How to be the broker other brokers prefer
LESSON 24.12: Scripts (copy/paste and personalize)
LESSON 24.13: KPI dashboard for your broker channel
LESSON 24.14: 30/60/90 rollout
LESSON 24.15: Templates (short and useful)
LESSON 24.16: Compliance & hygiene (don’t get cute)
Final word
Quiz Lesson #24

WEEK 5: Finding Buyers & Building Your Network (LESSON #25)

LESSON 25: Intro to Aircraft Financing, Escrow, and Tax Strategy
LESSON 25.1: Financing 101 — the menu and where each wins
LESSON 25.2: How lenders actually underwrite (what moves your rate/LTV)
LESSON 25.3: Term sheet—what to negotiate (and what to ignore)
LESSON 25.4: Escrow—the only way to close like an adult
LESSON 25.5: Tax strategy—the short version that saves real money (U.S.-centric, with EU notes)
LESSON 25.6: Closing mechanics—who does what
LESSON 25.7: Checklists you can run tomorrow
LESSON 25.8: Red flags (walk away or re-paper)
LESSON 25.9: Mini-case studies (how this plays out)
LESSON 25.10: Your 30-day action plan
Final word
Quiz Lesson #25

WEEK 6: Negotiation, LOI & Deal Progression (LESSON #26)

LESSON 26: How to Write a Bulletproof LOI (With Sample Template)
LESSON 26.1: The LOI’s job (and what it is not)
LESSON 26.2: The anatomy of a bulletproof LOI (what must be there)
LESSON 26.3: Price architecture that survives discovery
LESSON 26.4: Findings resolution—turn fights into checklists
LESSON 26.5: Exclusivity that actually keeps you exclusive
LESSON 26.6: Escrow & fee waterfall—make them binding
LESSON 26.7: Redlines that matter (and what to push back)
LESSON 26.8: Timelines that keep everyone honest (typical, adapt as needed)
LESSON 26.9: Sample LOI (editable template)
LESSON 26.10: Schedules you should attach (don’t wing these)
LESSON 26.11: Practical drafting tips (the “strong opinions” section)
LESSON 26.12: Common failure modes (and how your LOI fixes them)
Final word
Quiz Lesson #26

WEEK 6: Negotiation, LOI & Deal Progression (LESSON #27)

LESSON 27: Negotiating Without Burning the Deal
LESSON 27.1: What “burning the deal” actually looks like
LESSON 27.2: Pre-negotiation prep: the Evidence Dossier (you fight with proof, not vibes)
LESSON 27.3: The Negotiation OS (run this sequence)
LESSON 27.4: Language that pushes hard without poking eyes
LESSON 27.5: The Give-Get Ledger (simple, lethal, fair))
LESSON 27.6: Handling the classic games (without drama)
LESSON 27.7: Multi-party dynamics (owners, DOMs, lessors, brokers)
LESSON 27.8: Face-saving levers (so they can say yes)
LESSON 27.9: Timing & leverage (use clocks, not threats)
LESSON 27.10: Email & call scripts (steal these)
LESSON 27.11: Red lines you don’t cross
LESSON 27.12: Mini-scenarios (how the framework holds)
LESSON 27.13: The “Burn Test” checklist (run it before every counter)
LESSON 27.14: 30-day skill plan (so this sticks)
Final word
Quiz Lesson #27

WEEK 6: Negotiation, LOI & Deal Progression (LESSON #28)

LESSON 28: Inspections, Prebuys, and MRO Coordination
LESSON 28.1: Roles & where people add value
LESSON 28.2: Prebuy scope—pick it on purpose
LESSON 28.3: Shop selection (neutral site beats “my friend’s hangar”)
LESSON 28.4: The Work Pack (make it explicit)
LESSON 28.5: Records audit—where you win or die
LESSON 28.6: Daily rhythm (how you keep momentum)
LESSON 28.7: Findings matrix—turn surprises into math
LESSON 28.8: Test flight—don’t improvise
LESSON 28.9: Logistics that wreck otherwise good prebuys (avoid these)
LESSON 28.10: Prebuy budget & time (sanity ranges)
LESSON 28.11: Communications—scripts that save hours
LESSON 28.12: Acceptance & close—paper you actually need
LESSON 28.13: Red flags (drop tools or re-paper fast)
LESSON 28.14: KPIs that keep you honest
LESSON 28.15: 30-day action plan (make this muscle memory)
Final word
Quiz Lesson #28

WEEK 6: Negotiation, LOI & Deal Progression (LESSON #29)

LESSON 29: Escrow, KYC/AML, and Aircraft Closing Procedures
LESSON 29.1: Roles at closing (who actually does what)
LESSON 29.2: Escrow 101 (what it is—and what it isn’t)
LESSON 29.3: KYC/AML in the real world (do this early)
LESSON 29.4: The closing timeline (T-30 to T+1)
LESSON 29.5: Documents you actually need (US-centric, adapt for your registry)
LESSON 29.6: Funds flow & the wire-fraud firewall
LESSON 29.7: Title, priority, and the International Registry (why order matters)
LESSON 29.8: Prorations & adjustments (so the statement adds up)
LESSON 29.9: Holdbacks (money on ice beats promises in air)
LESSON 29.10: Cross-border extras (EU, UK, others)
LESSON 29.11: Templates you can steal (short and useful)
LESSON 29.12: Failure modes (and how to avoid them)
LESSON 29.13: Compliance you don’t cut corners on
LESSON 29.14: KPIs that predict smooth closings
LESSON 29.15: 30-day action plan (make this muscle)
Final word
Quiz Lesson #29

WEEK 6: Negotiation, LOI & Deal Progression (LESSON #30)

LESSON 30: When Deals Go Sideways — Damage Control & Saving Face
LESSON 30.1: The 60-Minute Stabilization Drill (do this immediately)
LESSON 30.2: The 24-Hour Fact Pattern (what actually happened)
LESSON 30.3: The Options Matrix (three ways out that keep dignity)
LESSON 30.4: Face-Saving Language (steel without spikes)
LESSON 30.5: Common Crises & the Play That Solves Them
LESSON 30.6: The Amendment Toolbox (quick, sharp paper)
LESSON 30.7: Communications Cadence (who hears what, and when)
LESSON 30.8: The Give-Get Ledger (how to trade without bleeding)
LESSON 30.9: Documentation that saves you (templates you can copy)
LESSON 30.10: Metrics that predict recovery (manage these, not vibes)
LESSON 30.11: When to walk (and how to keep the bridge)
LESSON 30.12: After-Action (turn pain into process)
Final word
Quiz Lesson #30

WEEK 7: Specializations, International Deals & Advanced Scenarios (LESSON #31)

LESSON 31: Cargo, Helicopters, Bizjets, and Commercial Aircraft
LESSON 31.1: Segment snapshot (what you’re actually buying)
LESSON 31.2: Certification & Ops: the quick map
LESSON 31.3: Status-to-cash conversions (your math crib sheet)
LESSON 31.4: Due diligence by segment (what to ask for, and why)
LESSON 31.5: Negotiation levers that don’t set fires
LESSON 31.6: Risk & red flags (call them early)
LESSON 31.7: Inspection depth (what’s “enough”?)
LESSON 31.8: Financing & insurance nuances (don’t ignore)
LESSON 31.9: Valuation quick lenses (fast sanity checks)
LESSON 31.10: Playbooks (copy/paste SOPs)
LESSON 31.11: 30-day action plan (make it muscle memory)
Glossary (short, no fluff)
Final word
Quiz Lesson #31

WEEK 7: Specializations, International Deals & Advanced Scenarios (LESSON #32)

LESSON 32: Cross-Border Transactions — Import, Export, and Ferrying
LESSON 32.1: The cast (who you actually need)
LESSON 32.2: The cross-border decision tree (fast, blunt)
LESSON 32.3: Airworthiness & registration (export → import choreography)
LESSON 32.4: Customs, VAT, and duties (don’t wing this)
LESSON 32.5: Permits & route planning (why the ferry company matters)
LESSON 32.6: Insurance (don’t assume you’re covered)
LESSON 32.7: Documentation pack (build once, win repeatedly)
LESSON 32.8: Timeline (T-30 to T+3, realistic and boring)
LESSON 32.9: Pricing & budget (sanity ranges; your mileage will vary)
LESSON 32.10: LOI / PSA clauses that save you later
LESSON 32.11: Red flags (slow down or re-paper)
LESSON 32.12: Templates (steal and customize)
LESSON 32.13: Study material (what to master)
LESSON 32.14: 30-day action plan
Final word
Quiz Lesson #32

WEEK 7: Specializations, International Deals & Advanced Scenarios (LESSON #33)

LESSON 33: Leasing, Dry Lease, ACMI — What Every Broker Should Know
LESSON 33.1: Quick map of lease types (no fluff)
LESSON 33.2: The broker’s job (and what it isn’t)
LESSON 33.3: Anatomy of a dry lease (what must be there)
LESSON 33.4: ACMI specifics (where brokers get hurt)
LESSON 33.5: Maintenance economics (where the money actually moves)
LESSON 33.6: The 12 clauses every broker must spot (and why)
LESSON 33.7: Pricing lenses (fast sanity checks you can run)
LESSON 33.8: Red flags (two of these = slow down, three = re-paper)
LESSON 33.9: Term sheet skeleton (steal this)
LESSON 33.10: Negotiation levers that don’t set fires
LESSON 33.11: Workflows & checklists (so you don’t drift)
LESSON 33.12: Templates (copy/paste and personalize)
LESSON 33.13: Metrics that predict success
LESSON 33.14: 30-day action plan (make this muscle)
Study material (what to master next)
Final word
Quiz Lesson #33

WEEK 7: Specializations, International Deals & Advanced Scenarios (LESSON #34)

LESSON 34: Working with Lawyers, Consultants & FAA/DGAC Authorities
LESSON 34.1: Who does what (and who decides)
LESSON 34.2: Legal research—your non-lawyer playbook
LESSON 34.3: Working with FAA vs DGAC/CAA (the map, not the minefield)
LESSON 34.4: Authority engagement—how to ask for “yes”
LESSON 34.5: Contract literacy for brokers (you must spot these)
LESSON 34.6: Your compliance binder (the set that saves you)
LESSON 34.7: Practical scripts & templates (steal these)
LESSON 34.8: Timelines that actually work (T-map)
LESSON 34.9: How to disagree with counsel or an inspector (without lighting fires)
LESSON 34.10: Common failure modes (and the fix)
LESSON 34.11: Metrics that predict smooth outcomes
LESSON 34.12: 30-day skill plan (so this sticks)
Study material (what to master next)
Final word
Quiz Lesson #34

WEEK 7: Specializations, International Deals & Advanced Scenarios (LESSON #35)

LESSON 35: Client Retention, Post-Sale Support & Referrals
LESSON 35.1: Map the customer you just sold
LESSON 35.2: Entry-Into-Service (EIS) playbook (day 0–90)
LESSON 35.3: Post-sale “value cadence” (12-month calendar)
LESSON 35.4: The “Client Health Score” (spot risk early)
LESSON 35.5: Aviation-specific aftercare (what great looks like)
LESSON 35.6: Templates & scripts (steal these)
LESSON 35.7: Referral engine (compliant, trackable, respectful)
LESSON 35.8: CRM workflow (don’t wing it)
LESSON 35.9: When things go wrong (and they will)
LESSON 35.10: Cross-sell without being gross
LESSON 35.11: Dashboards & KPIs (fly by instruments)
30-day action plan (make it muscle)
Study material (focus where it pays)
Final word
Quiz Lesson #35

WEEK 8: Final Projects, Real-World Simulations & Certification (LESSON #36)

LESSON 36: Deal Simulation 1 — Representing a Buyer
LESSON 36.1: Buyer mandate—what you get in writing on Day 1
LESSON 36.2: The valuation & diligence toolkit (decide the how now)
LESSON 36.3: The scenario: “NorthBridge Health” buys a 2016 Challenger 350
LESSON 36.4: Contacting the sell-side (scripts that work)
LESSON 36.5: Your LOI rails (pre-approved with the client)
LESSON 36.6: Negotiation — the MESO packages you table
LESSON 36.7: Prebuy planning (you own the scope & shop)
LESSON 36.8: The prebuy surprise (because there’s always one)
LESSON 36.9: Paper & funds flow (you prevent last-minute chaos)
LESSON 36.10: Close, accept, deliver (no drama)
LESSON 36.11: Full email & call templates (take these)
LESSON 36.12: Broker ethics & conflict hygiene (non-negotiable)
LESSON 36.13: Deliverables you produce (your client sees real work)
LESSON 36.14: KPIs you manage (not vibes)
LESSON 36.15: Practice drill (run this with your team)
Study material (skills to deepen)
Final word
Quiz Lesson #36

WEEK 8: Final Projects, Real-World Simulations & Certification (LESSON #37)

LESSON 37: Deal Simulation 2 — Representing a Seller
LESSON 37.1: Seller OS: the pre-list checklist (do this before you utter “for sale”)
LESSON 37.2: Seller OS: Valuation & positioning (how to ask the right number)
LESSON 37.3: The simulation: Selling a 2017 Cessna Citation Latitude
LESSON 37.4: Gating the funnel (professionals only, please)
LESSON 37.5: Seller-friendly LOI rails (pre-approved with your client)
LESSON 37.6: Prebuy ground rules (you keep the pen)
LESSON 37.7: Managing multiple buyers (without burning bridges)
LESSON 37.8: Negotiation craft (seller edition)
LESSON 37.9: Findings day (because something always pops)
LESSON 37.10: Closing choreography (no fireworks)
LESSON 37.11: Practical mini-calcs (seller needs numbers too)
LESSON 37.12: Templates (steal these)
LESSON 37.13: KPIs (run the sale by instruments)
30-day action plan (make it muscle)
Study material (what to master next)
Final word
Quiz Lesson #37

WEEK 8: Final Projects, Real-World Simulations & Certification (LESSON #38)

LESSON 38: Ethics Check — Responding to Common Dilemmas
LESSON 38.1: The 6-Question Ethics Filter (use in real time)
LESSON 38.2: The five dilemmas you will see (and what to do)
LESSON 38.3: Minimum paper that saves you (templates to keep ready)
LESSON 38.4: Scripts that make “no” sound professional
LESSON 38.5: Personality conflicts & heated negotiations (a field guide)
LESSON 38.6: Scenario: The Off-Market Latitude with a Five-Link Chain
LESSON 38.7: Common gray-area temptations (and clean alternatives)
LESSON 38.8: De-risking checklists (pin these in your CRM)
LESSON 38.9: Negotiation hygiene (keep it clean, keep it moving)
LESSON 38.10: KPIs that predict you’ll stay out of trouble
LESSON 38.11: 30-day ethics upgrade plan
Study material (focus where it pays)
Final word
Quiz Lesson #38

About Course

What Will You Learn?

Course Content

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #1) Understand the true role and daily realities of an aircraft broker and recognize how aircraft brokerage differs from real estate or auto sales

LESSON 1: What is Aircraft Brokerage? (And Why This Industry Needs a Revolution)

LESSON 1.1: Introduction – Why We’re Here

LESSON 1.2: What Is Aircraft Brokerage?

LESSON 1.3: What Is Aircraft Brokerage?

LESSON 1.4: The Ugly Truth About This Industry

LESSON 1.5: Why the Aircraft Brokerage Industry Needs a Revolution

LESSON 1.6: Enter ABA’s KYB: Know Your Broker

LESSON 1.7: The Real Hurdles You’ll Face

LESSON 1.8: ABA’s Core Beliefs (And Why We’re Not Like The Others)

LESSON 1 Review: Final Thoughts for Lesson One

Quiz Lesson #1

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #2) Understand the true role and daily realities of an aircraft broker and recognize how aircraft brokerage differs from real estate or auto sales

LESSON 2: Anatomy of a Deal (Who’s Involved and Who Pays Who)

LESSON 2.1: Study Scenario #1: Dry Lease – Cessna Caravan 208B

LESSON 2.2: Study Scenario #2: “The WhatsApp Broker & The Jet Engine Core”

LESSON 2.3: Study Scenario #2: What You Do – Risk Mitigation Strategy

LESSON 2.4: Educational Diagram – Flow of Communication & Transaction

LESSON 2.5: Red Flags Checklist (Specific to The Scenario #2 Deal):

Quiz (for scenario #2):

LESSON 2.6: Key Takeaways

LESSON 2.7: Professional Conduct Checklist

LESSON 2.8: Red Flags to Watch For

LESSON 2.9: Exercise Prompts For You to Think About

LESSON 2.10: ABA Takeaway

LESSON 2.12: Study Scenario #3: King Air B100 Purchase Deal (Bahamas Buyer / Puerto Rico Broker)

Quiz Question For Scenario #3

Quiz Lesson #2

LESSON 3.1: Buyer Representative (aka Buyer’s Broker)

LESSON 3.2: Seller Representative (aka Seller’s Broker)

LESSON 3.3: Consultant

LESSON 3.4: Hybrid Broker

LESSON 3.5: Emerging Industry Trends

Glossary

Quiz Lesson #3

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #4)

LESSON 4: Ethics, Reputation, and Why Trust is Everything

LESSON 4.1: Ethics: Your Real Resume

LESSON 4.2: Reputation: The New Regulation

LESSON 4.3: Trust

LESSON 4.4: How Trust is Built (and How It’s Broken)

LESSON 4.5: The Gray Zone: Where Ethics Are Really Tested

LESSON 4.6: What ABA Expects from Certified Brokers

Glossary

Quiz Lesson #4

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #5)

LESSON 5: ABA Code of Conduct & Membership Overview

LESSON 5.1: The Problem with No Rules

LESSON 5.2: What is the ABA Code of Conduct?

LESSON 5.3: Why ABA Membership is Worth Its Weight in Gold

LESSON 5.4: The ABA as Industry Overseer

Glossary

Quiz Lesson #5

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #6)

LESSON 6: Business Setup: Corporation, Bank Account, and the Non-Negotiables of Professional Presence

LESSON 6.1: Choosing the Right Business Structure

LESSON 6.2: Business Banking & Financial Structure

LESSON 6.3: Professional Branding & Communication

LESSON 6.4: Industry Perception & Credibility

LESSON 6.5: Action Steps Before Contacting Your First Client

LESSON 6.6: Takeaway

Question Bank (LESSON #6)

Lesson Six Checklist

Quiz Lesson #6

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #7)

LESSON 7: Required Knowledge: Aviation Terms, Aircraft Types, and Market Intelligence

LESSON 7.1: Core Aviation Terms You Must Know

LESSON 7.2: Understanding Aircraft Types

LESSON 7.3: Market Intelligence — Your Daily Habit

LESSON 7.4: The Broker’s Responsibility

Lesson Wrap-Up & One-Page Visual Checklist: “Broker Knowledge Daily Drill”

Glossary

Quiz Lesson #7

WEEK 2: Setting Up as a Broker – Tools, Systems & Legal Basics (LESSON #8)

LESSON 8: The Power of NDA, KYC, KYB, LOI, Independent Contractor & Commission Agreements

LESSON 8.1: NDA – Non-Disclosure Agreement

LESSON 8.2: KYC – Know Your Customer

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #1)
Understand the true role and daily realities of an aircraft broker and recognize how aircraft brokerage differs from real estate or auto sales

WEEK 1: The Aircraft Brokerage Business – Nuts, Bolts & Realities (LESSON #2)
Understand the true role and daily realities of an aircraft broker and recognize how aircraft brokerage differs from real estate or auto sales